30 IDEAS IN 60 MINUTES     Stephen Mally     Principal Client Partner                       30 Ideas in 60 Minutes4/1/2011...
30 IDEAS IN 60 MINUTESAgenda• Admissions• Goals• 30 Ideas in 60 Minutes• Questions and Answers 4/1/2011                   ...
30 IDEAS IN 60 MINUTESAdmissions• Aggressive American fundraiser• Not all my ideas will make you comfortable• Some may mak...
30 IDEAS IN 60 MINUTESGoals• You walk away with 1-2 ideas• These ideas make you think of additional new ideas  I did not o...
30 IDEAS IN 60 MINUTES           Let’s Get Started4/1/2011             5
30 IDEAS IN 60 MINUTESIdea #1• Make an additional ask in the acknowledgement or  thank you letter   • Soft ask: on a givin...
30 IDEAS IN 60 MINUTES     Idea #2     • When a person calls, writes or otherwise       requests an opt-out, ask to contac...
30 IDEAS IN 60 MINUTES     Idea #3     • Call to thank every donor           •   If volume prevents, scale to level possib...
30 IDEAS IN 60 MINUTES     Idea #4     • Conduct an annual constituent survey           • Ask the detail you need to know ...
30 IDEAS IN 60 MINUTES     Idea #5     • New donor welcome packages are an       essential part of donor care4/1/2011     ...
30 IDEAS IN 60 MINUTES Idea #5 4/1/2011                11
30 IDEAS IN 60 MINUTES Idea #5 4/1/2011                12
30 IDEAS IN 60 MINUTES Idea #5 4/1/2011                13
30 IDEAS IN 60 MINUTES Idea #6 • Inform constituents how   funds are used/impact   on mission   • Take pride if your cost ...
30 IDEAS IN 60 MINUTES     Idea #7     • Promote, Solicit and Acquire Matching Gifts           • Track employers as relati...
30 IDEAS IN 60 MINUTES     Idea #74/1/2011                      16
30 IDEAS IN 60 MINUTES     Idea #74/1/2011                      17
30 IDEAS IN 60 MINUTES     Idea #74/1/2011                      18
30 IDEAS IN 60 MINUTES     Idea #8     • Giving envelopes should be placed in each       communication vehicle           •...
30 IDEAS IN 60 MINUTES     Idea #84/1/2011                      20
30 IDEAS IN 60 MINUTES     Idea #84/1/2011                      21
30 IDEAS IN 60 MINUTES     Idea #84/1/2011                      22
30 IDEAS IN 60 MINUTES     Idea #9     • Create an organisational postage stamp with       your postal service           •...
30 IDEAS IN 60 MINUTES Idea #10 • “Hand written”   envelopes work   • Test them   • Bring back the past 4/1/2011          ...
30 IDEAS IN 60 MINUTES     Idea #11     • Create ask strategies based on average gift       not last gift           • Gord...
30 IDEAS IN 60 MINUTES     Idea #11     • Create ask strategies based on average gift       not last gift           • Ask ...
30 IDEAS IN 60 MINUTES     Idea #12     • Create variable ask ladders           • Variable ask ladders help drive up the a...
30 IDEAS IN 60 MINUTES     Idea #13     • SMS – more than just a way to communicate       with friends           •   Break...
30 IDEAS IN 60 MINUTES     Idea #14     • Call high level constituents on their birthday       and/or send a birthday card...
30 IDEAS IN 60 MINUTES     Idea #15     • Challenges work!           • Ask a board member, high level donor to challenge  ...
30 IDEAS IN 60 MINUTES     Idea #15     • Challenge causes increased enthusiasm,       increased investment, and new suppo...
30 IDEAS IN 60 MINUTES     Idea #154/1/2011                      32
30 IDEAS IN 60 MINUTES     Idea #16     • Demonstrate urgency     • Breaking news     • Urgent alerts4/1/2011             ...
30 IDEAS IN 60 MINUTES     Idea #164/1/2011                      34
30 IDEAS IN 60 MINUTES     Idea #17     • How many appeals do you send per year?       4?     • Add an additional ask to y...
30 IDEAS IN 60 MINUTES     Idea #18     • Remind constituents of opportunity     to leave bequest4/1/2011                 ...
30 IDEAS IN 60 MINUTES     Idea #19     • Track philanthropic interests of constituent       and tailor your communication...
30 IDEAS IN 60 MINUTES     Idea #194/1/2011                      38
30 IDEAS IN 60 MINUTES     Idea #20     • Ask your employees to give           • Goal should be 100% participation4/1/2011...
30 IDEAS IN 60 MINUTES     Idea #21     • Keep your data clean           • Confirm            • Point of contact          ...
30 IDEAS IN 60 MINUTES     Idea #22     • Ask smarter           •   Segment data           •   Cease mailing to segments t...
30 IDEAS IN 60 MINUTES     Idea #23     • Include long lapsed in appeals strategy at       least once per year           •...
30 IDEAS IN 60 MINUTES     Idea #24     • Track all relationships           • Create a relationship tree           • Track...
30 IDEAS IN 60 MINUTES     Idea #25     • Focus on the second gift           • Remember major donors often times give     ...
30 IDEAS IN 60 MINUTES Idea #26 • Some ideas are good, but they nearly get us   fired 4/1/2011                45
30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011                46
30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011                47
30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011                48
30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011                49
30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011                50
30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011                51
30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011                52
30 IDEAS IN 60 MINUTES Idea #27 • Refer to previous giving   in letter  • Prompt  • Remind  • Guilt 4/1/2011              ...
30 IDEAS IN 60 MINUTESIdea #28• Write a hand written  note to your donor in  acknowledgement • Note will impress... • ...m...
30 IDEAS IN 60 MINUTES     Idea #29     • Photo Books – An easy way to document a       donor’s journey with your organisa...
30 IDEAS IN 60 MINUTES     Idea #294/1/2011                      56
30 IDEAS IN 60 MINUTES     Idea #294/1/2011                      57
30 IDEAS IN 60 MINUTES     Idea #30     • Offer unique and one of a kind or behind the       scenes opportunities to your ...
30 IDEAS IN 60 MINUTES            THANK YOU!4/1/2011                      59
CONTACT ME                  Stephen Mally                   Client Partner                  04 3050-0524 (()           ste...
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Stephen mally presentation 30 ideas in 60 minutes

  1. 1. 30 IDEAS IN 60 MINUTES Stephen Mally Principal Client Partner 30 Ideas in 60 Minutes4/1/2011 1
  2. 2. 30 IDEAS IN 60 MINUTESAgenda• Admissions• Goals• 30 Ideas in 60 Minutes• Questions and Answers 4/1/2011 2
  3. 3. 30 IDEAS IN 60 MINUTESAdmissions• Aggressive American fundraiser• Not all my ideas will make you comfortable• Some may make you uncomfortable 4/1/2011 3
  4. 4. 30 IDEAS IN 60 MINUTESGoals• You walk away with 1-2 ideas• These ideas make you think of additional new ideas I did not offer you!• You twist some of these ideas to make them work for your organisation!• You talk amongst each other and brainstorm additional ideas4/1/2011 4
  5. 5. 30 IDEAS IN 60 MINUTES Let’s Get Started4/1/2011 5
  6. 6. 30 IDEAS IN 60 MINUTESIdea #1• Make an additional ask in the acknowledgement or thank you letter • Soft ask: on a giving envelope enclosed • Direct ask: in the actual acknowledgement letter4/1/2011 6
  7. 7. 30 IDEAS IN 60 MINUTES Idea #2 • When a person calls, writes or otherwise requests an opt-out, ask to contact them just 1 time per year • Change a negative into a positive • Include these 1 time per year constituents around a religious or celebratory holiday mailing • Even more donor-centric -- ask them when that one time a year is that they wish to be contacted4/1/2011 7
  8. 8. 30 IDEAS IN 60 MINUTES Idea #3 • Call to thank every donor • If volume prevents, scale to level possible • Peer-to-peer thank you calls work best • Educational institution – student callers • Non profit organisation – client callers, volunteer callers (who are donors!)4/1/2011 8
  9. 9. 30 IDEAS IN 60 MINUTES Idea #4 • Conduct an annual constituent survey • Ask the detail you need to know to fundraise in a smarter way • Age • Household make up • Employer/Position • Reasons for support • Philanthropic interests • Other things you would want to know • Track in your database to use in segmentation4/1/2011 9
  10. 10. 30 IDEAS IN 60 MINUTES Idea #5 • New donor welcome packages are an essential part of donor care4/1/2011 10
  11. 11. 30 IDEAS IN 60 MINUTES Idea #5 4/1/2011 11
  12. 12. 30 IDEAS IN 60 MINUTES Idea #5 4/1/2011 12
  13. 13. 30 IDEAS IN 60 MINUTES Idea #5 4/1/2011 13
  14. 14. 30 IDEAS IN 60 MINUTES Idea #6 • Inform constituents how funds are used/impact on mission • Take pride if your cost of fundraising and administration is below 25% • Promote it! 4/1/2011 14
  15. 15. 30 IDEAS IN 60 MINUTES Idea #7 • Promote, Solicit and Acquire Matching Gifts • Track employers as relationships in individual record • Track matching detail in corporate record • Include matching gift information in every appeal • Include information on organisation Web site • Include information in every acknowledgement letter • Do not leave money on the table4/1/2011 15
  16. 16. 30 IDEAS IN 60 MINUTES Idea #74/1/2011 16
  17. 17. 30 IDEAS IN 60 MINUTES Idea #74/1/2011 17
  18. 18. 30 IDEAS IN 60 MINUTES Idea #74/1/2011 18
  19. 19. 30 IDEAS IN 60 MINUTES Idea #8 • Giving envelopes should be placed in each communication vehicle • Code each envelope • Compare and track envelope revenue • Do not publish any publication without a giving envelope • Do not miss an opportunity for someone to give • Do not leave money on the table4/1/2011 19
  20. 20. 30 IDEAS IN 60 MINUTES Idea #84/1/2011 20
  21. 21. 30 IDEAS IN 60 MINUTES Idea #84/1/2011 21
  22. 22. 30 IDEAS IN 60 MINUTES Idea #84/1/2011 22
  23. 23. 30 IDEAS IN 60 MINUTES Idea #9 • Create an organisational postage stamp with your postal service • Not an easy task to complete4/1/2011 23
  24. 24. 30 IDEAS IN 60 MINUTES Idea #10 • “Hand written” envelopes work • Test them • Bring back the past 4/1/2011 24
  25. 25. 30 IDEAS IN 60 MINUTES Idea #11 • Create ask strategies based on average gift not last gift • Gordon Yon gives $500 in February to the X Fund at organisation Y • Gordon gives a $25 gift in honor or memory of someone to Y organisation in March • If we base the ask on the last gift, this person will fall into a segment other than the one appropriate (average of both gifts!)4/1/2011 25
  26. 26. 30 IDEAS IN 60 MINUTES Idea #11 • Create ask strategies based on average gift not last gift • Ask should be the average of the persons giving4/1/2011 26
  27. 27. 30 IDEAS IN 60 MINUTES Idea #12 • Create variable ask ladders • Variable ask ladders help drive up the average gift for an appeal • Drive giving behavior based the order you ask $75 $50 $100 $125 Other4/1/2011 27
  28. 28. 30 IDEAS IN 60 MINUTES Idea #13 • SMS – more than just a way to communicate with friends • Breakthrough announcements • Birthday greetings • Holiday greetings • Thank you/recognition • Event reminders/confirmation • Not applicable for all audiences, i.e. major giving prospects4/1/2011 28
  29. 29. 30 IDEAS IN 60 MINUTES Idea #14 • Call high level constituents on their birthday and/or send a birthday card • Consider both channels for high level constituents4/1/2011 29
  30. 30. 30 IDEAS IN 60 MINUTES Idea #15 • Challenges work! • Ask a board member, high level donor to challenge donors or prospects to give to a campaign • The board member, high level donor will give a large sum of money if… oNew donors give to the campaign oCurrent donors increase giving oLapsed donors renew their giving4/1/2011 30
  31. 31. 30 IDEAS IN 60 MINUTES Idea #15 • Challenge causes increased enthusiasm, increased investment, and new support4/1/2011 31
  32. 32. 30 IDEAS IN 60 MINUTES Idea #154/1/2011 32
  33. 33. 30 IDEAS IN 60 MINUTES Idea #16 • Demonstrate urgency • Breaking news • Urgent alerts4/1/2011 33
  34. 34. 30 IDEAS IN 60 MINUTES Idea #164/1/2011 34
  35. 35. 30 IDEAS IN 60 MINUTES Idea #17 • How many appeals do you send per year? 4? • Add an additional ask to your strategy this year • And, additional ask next year • And, an additional ask for the following year • Push the envelope as far as possible4/1/2011 35
  36. 36. 30 IDEAS IN 60 MINUTES Idea #18 • Remind constituents of opportunity to leave bequest4/1/2011 36
  37. 37. 30 IDEAS IN 60 MINUTES Idea #19 • Track philanthropic interests of constituent and tailor your communications/asks around those interests4/1/2011 37
  38. 38. 30 IDEAS IN 60 MINUTES Idea #194/1/2011 38
  39. 39. 30 IDEAS IN 60 MINUTES Idea #20 • Ask your employees to give • Goal should be 100% participation4/1/2011 39
  40. 40. 30 IDEAS IN 60 MINUTES Idea #21 • Keep your data clean • Confirm • Point of contact • Edit • Day to day • Data hygiene • Enhance • Lifestyle or behavioral indicators4/1/2011 40
  41. 41. 30 IDEAS IN 60 MINUTES Idea #22 • Ask smarter • Segment data • Cease mailing to segments that no longer work • Test • Save money for your organisation4/1/2011 41
  42. 42. 30 IDEAS IN 60 MINUTES Idea #23 • Include long lapsed in appeals strategy at least once per year • Donors who last gave 48-60+ months ago4/1/2011 42
  43. 43. 30 IDEAS IN 60 MINUTES Idea #24 • Track all relationships • Create a relationship tree • Track Each Relationship, i.e. Parents, siblings, business partners, golf partners, etc. • Six degrees of separation4/1/2011 43
  44. 44. 30 IDEAS IN 60 MINUTES Idea #25 • Focus on the second gift • Remember major donors often times give many gifts overtime before they commit to a major gift • According to a study from Target Analytics, more than 75% of $10,000+ donors gave six or more annual gifts before their first $10,000+ gift • This highlights that annual giving cultivates donors for even greater support in future4/1/2011 44
  45. 45. 30 IDEAS IN 60 MINUTES Idea #26 • Some ideas are good, but they nearly get us fired 4/1/2011 45
  46. 46. 30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011 46
  47. 47. 30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011 47
  48. 48. 30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011 48
  49. 49. 30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011 49
  50. 50. 30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011 50
  51. 51. 30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011 51
  52. 52. 30 IDEAS IN 60 MINUTES Idea #26 • Use teaser copy on carriers/envelopes 4/1/2011 52
  53. 53. 30 IDEAS IN 60 MINUTES Idea #27 • Refer to previous giving in letter • Prompt • Remind • Guilt 4/1/2011 53
  54. 54. 30 IDEAS IN 60 MINUTESIdea #28• Write a hand written note to your donor in acknowledgement • Note will impress... • ...maybe even puzzle the donor!4/1/2011 54
  55. 55. 30 IDEAS IN 60 MINUTES Idea #29 • Photo Books – An easy way to document a donor’s journey with your organisation! • Do not require specialised skills nor software or equipment. Do not require new staffing resources • Donor Care/Stewardship4/1/2011 55
  56. 56. 30 IDEAS IN 60 MINUTES Idea #294/1/2011 56
  57. 57. 30 IDEAS IN 60 MINUTES Idea #294/1/2011 57
  58. 58. 30 IDEAS IN 60 MINUTES Idea #30 • Offer unique and one of a kind or behind the scenes opportunities to your top donors • Hospital – tours of operating rooms • Cultural institutions – previews of exhibits or access to collections never before seen4/1/2011 58
  59. 59. 30 IDEAS IN 60 MINUTES THANK YOU!4/1/2011 59
  60. 60. CONTACT ME Stephen Mally Client Partner 04 3050-0524 (() stephen.mally@blackbaud.com.au (7)4/1/2011 60
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